Regional Sales Head

Job Description: Regional Sales Head – West Region

About Blue Dart Express India

Blue Dart Express India, part of the DHL Group, is India’s leading logistics and express delivery service provider. With an expansive network covering over 35,000 locations across the country, Blue Dart specializes in time-sensitive deliveries and innovative logistics solutions that empower businesses to succeed in the dynamic Indian market. Our commitment to service excellence, innovation, and customer-centric solutions has earned us the trust of businesses across a range of industries.

Position Overview

Job Title: Regional Sales Head – West Region

Department: Sales

RCS Grade – I/H

Reports To: Regional Business Head

Location – Ahmedabad, India

Job Purpose:

The Regional Sales Head for the West Region is responsible for driving regional revenues through effective sales process management, increasing market share, and leveraging all sales channels. This role also involves managing relationships and driving pan-India revenues from assigned national key accounts.

Key Responsibilities

Strategic Leadership:

• Support the Regional Business Head in developing short-term and long-term business plans for regional revenue growth.
• Assist the Head – Sales Planning & Support in formulating the overall sales strategy.
• Monitor regional sales performance against targets and implement corrective action plans as needed.
• Identify potential key accounts and develop strategies for key account management.
• Analyze the competitive landscape and provide strategic insights for new product/service development.
• Collaborate with other group companies in India to identify synergy opportunities in sales.
  
  
  

Financial Management:

• Assist in developing the annual regional budget and ensure adherence to it.
• Evaluate the profitability of regional customers and key accounts periodically, addressing any issues to meet profitability targets.
• Track product-wise yields and develop plans to meet yield targets.
• Ensure timely collections from all customers and achieve account receivables-related objectives.
  
  
  

Operational Excellence:

• Drive regional revenues through sales teams and branches.
• Ensure growth of all products, services, and channels in the region.
• Oversee the entire sales management process and resolve escalated issues.
• Maintain relationships with potential large clients through regular interactions with key decision-makers.
• Participate actively in contract negotiations and finalization for large and key accounts.
• Collaborate with the Regional Operations team to develop channel partners and monitor their performance.
• Ensure the setup of “One-Retail” outlets in the region as per plan.
• Oversee lead generation and revenue from the telemarketing channel.
  
  
  

People Management:

• Provide direction, guidance, and support to regional employees.
• Continuously monitor team performance to identify key performers.
• Mentor and coach subordinates to develop team capabilities and build a robust succession pipeline.
• Ensure the region is adequately staffed and maintain high employee engagement and retention.
  
  
  

Team Leadership:

• Foster a Collaborative Environment: Encourage a culture of teamwork and collaboration within the sales team, ensuring that all members are aligned with the company's goals and objectives.
• Performance Management: Implement a robust performance management system to regularly assess and improve team performance, providing constructive feedback and recognition where appropriate.
• Continuous Improvement: Promote a culture of continuous learning and improvement, encouraging team members to seek out new skills and knowledge that will enhance their performance and contribute to the team's success.
• Conflict Resolution: Address and resolve conflicts within the team promptly and effectively, maintaining a positive and productive work environment.
• Diversity and Inclusion: Champion diversity and inclusion within the team, ensuring that all team members feel valued and respected regardless of their background or identity.
  
  
  

Key Result Areas and Key Performance Indicators

• Growth in Regional Revenues:
• Achievement of regional revenue targets.
• Product-wise and channel-wise revenue targets.
• Growth in volumes (number of pieces and tonnage).
• Achievement of product-wise yield targets.
• Timely Collections:
• Reduction in receivables in excess of 60, 90, and 150 days.
• Meeting Logic Remittance targets.
• Market Growth:
• Increase in revenues from pan-India accounts.
• Increase in revenues from identified industry segments (e.g., Automotive, Life Sciences).
• Increase in revenues from SMEs.
• Reach Enhancement:
• Expansion into Tier 2 and Tier 3 cities.
• Setup of 'One-Retail' outlets as per plan.
• Sales Capability and Productivity:
• Adherence to Sales KPIs.
• Achievement of defined sales ROI.
• Average man-days of sales training.
• Performance-Driven Culture:
• Adherence to Performance Management system timelines and guidelines.
• Employee Capability Building:
• Key positions with identified successors.
• Employee Morale and Engagement:
• Employee attrition rates.
  
  
  

Qualifications

• Education: MBA or Postgraduate degree in Business, Sales, or a related field.
• Experience: 10-12 years of sales experience, preferably in logistics, courier, or e-commerce sectors.
• Industry Expertise: Strong knowledge of logistics, supply chain management, and last-mile delivery solutions.
• Technical Skills: Proficiency in CRM systems (e.g., Salesforce, Zoho) and MS Excel for sales reporting and data analysis.
• Leadership: Proven ability to manage, mentor, and develop high-performing sales teams.
  
  
  

Key Competencies

• Sales Strategy: Ability to craft and execute innovative sales strategies.
• Customer-Centric Approach: Focus on developing tailored logistics solutions.
• Data-Driven Decision Making: Proficiency in using data analytics to refine sales processes.
• Operational Expertise: Ability to collaborate with operations to align delivery capabilities with sales commitments.
• Team Leadership: Skilled in leading and inspiring teams, fostering accountability, and driving results.
• Change Management: Ability to lead the team through organizational changes, ensuring smooth transitions and minimal disruption to sales operations.
• Innovation: Encourage and foster innovation within the team, supporting new ideas and approaches that can drive sales growth and improve customer satisfaction.
  
  
  

Key Performance Indicators (KPIs)

• Revenue growth from regional accounts.
• Customer acquisition and retention rates.
• CRM utilization and efficiency.
• Successful digital adoption and engagement with clients. Employee Engagement Scores: Monitor and improve employee engagement scores within the region to ensure a motivated and committed sales team.
• Training and Development Hours: Track the number of hours dedicated to training and development activities for the sales team, ensuring continuous skill enhancement.